10 advantages of outsourcing b2b sales appointment setting services

Advantages of Outsourcing B2B Sales Appointment Setting Services

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With the fierce increase in competition in the B2B domain, synchronization between the B2B marketing strategy & sales endeavors is an important pre-requisite to optimize the sales conversions. B2B Sales Appointment Setting Services are crucial for sales organizations that believe in maximizing their efforts, about the amount of money & time invested; not only to generate a greater number of targeted leads but also to engage with the key decision-makers in the marketplace –to optimize their revenue by expediting their sales cycle.

According to a report by Resourceful Selling, 91% of the top-performing sales organizations collaborate across all departments to close sales leads. On the flip side, a study from Marketing Sherpa shows that only 56% of marketers check for the validity of their leads before passing them on to their sales teams.

The entire process of reaching out to the right set of decision-makers including the influencers in the B2B marketplace by fixing appointments to bolster the Return on Marketing Investment (ROMI), as well as the Return on Investment (ROI), falls under the realm of B2B Sales Appointment Services.

A quote by the former chairman of Tata Sons, Ratan Tata states, “All of us have don’t have equal talent. Yet all of us have an equal opportunity to develop our talents.”

Regardless of the fact whether the B2B organizations are small-scaled, mid-scaled, or large-scale enterprises; B2B sales appointment setting services are armaments through which businesses can increase their sales revenue. Employing appointment setting services not only aid in B2B lead generation but is also effective for the B2B companies to grab a greater share of market revenue, which helps in growing the businesses.

10 Advantages of Appointment Setting

1. Aids to B2B Lead Generation Services:

The B2B Sales Appointment Services start with the service provider contacting the clients with their proposal. Once the appointment has been set-up, the case is provided to the sales departments, who then process it further in order to boost sales conversions.   

Outsourcing the B2B sales appointment services means that the companies to which the appointment setting services are being outsourced will contact the prospects, after doing their research (& finding the right influencers & decision-makers within the specific industry, who qualify as leads).

The value propositions of the products or the services are evaluated by the potential clients, following which, the prospects make their respective buying decisions. The ROBO (Research Online Buy Offline) report published by Bazaarvoice depicted that 82% of the smartphone users research on their phones about their preferred products or services, but make purchases offline.  

2. Engaging high-quality leads:

B2B appointment setting services ensure that not only the B2B marketers have an ample amount of leads, but also have a repository of high-quality leads, which can be nurtured & converted into sales within a short duration of time.

As the audiences being targeted under the B2B appointment setting services are majorly the key decision makers & influencers in specific niches; the B2B sales team gets high-quality leads through the appointment setting services.

3. Helps to avoid digital distractions & keeps the Human element of Sales intact:

In an era of the internet of things (IOTs), it is easier to target & retarget prospects based on their intent-data signaling & digital footprints; however, it is also easier for the customers to get distracted. Thus, sales cycles are prolonged.

B2B Sales Appointment Setting Services assure that audiences are targeted with their preferred pieces of content & in turn, are also instigated by humans who guide them by showing the value proposition of the products or services in question & help them in making quicker & beneficial buying decisions.

4. Consultative approach as opposed to forced products in telemarketing:

B2B sales appointment setting services rely on educating the prospects to allow them to make quicker buying decisions that are conflicting with the conventional telemarketing services that often leverage a methodology of aggressively pushing specific products or services to the prospects.

Amalgamating inbound sales methods with appointment setting services helps the B2B marketers to achieve their bottom-line goal of Conversion rate optimization (CRO), quicker and in a more credible way. Empowering customers with knowledge is not only imperative to customer acquisition but also aids in optimized conversions & greater retention of the customers. 

5. Lead Nurturing: 

B2B Sales Appointment Services are not only useful in acquiring new leads but are also useful in nurturing the existing leads to make them purchase ready. According to a study, 80% of sales are made on the 5th to the 12th contact, while only 10% of salespersons make more than 3 contacts (Source: venturebeat.com). 

Taking frequent follow-ups & feeding customers with all the vital pieces of information is a pre-requisite to close the sales deals. 

6. Digital Footprinting & Tracking of Appointments: 

The B2B appointment setting services use the intent signaling data of the prospects from omni-channel, as well as track the demography, technography, psychography, “fit-data”, filmography & the past browsing history & purchase records of the prospects to target them. The intent signaling of the prospects is tracked with the help of website analytics as well as third-party tools. 

Thus, amassing the digital footprint of the prospects & coalescing it with insights from other data points helps B2B marketers in optimizing their leads as well as in keeping a track record of follow-ups by prioritizing the follow-up lists in CRM (Customer Relationship Management) software.

7. Having a higher rate of Sales Closure: 

The rate of closure of sales leads is faster if B2B appointment setting services are employed whereas when prospects are traveling through a standard sales funnel, this accounts for much lower sales’ conversions.  

8. Provides flexible timing: 

The prospects should be contacted at their preferred times, which improves their experiences & results in higher chances of optimized sales conversions.

9. Brand Resonance is established & Cost of Customer Acquisition is Lowered: 

According to a report published in Marketing for Success, referrals on average generate 50% of the conversions, followed by nurtured leads which yield 20% of sales conversions & cold calls which result in barely 2% of conversions. 

Thus, B2B appointment setting services help in cutting down on the cost of customer acquisition. Simultaneously, since apt influencers & decision-makers from the industry are targeted as leads, nurtured & converted; not only the conversion rates are optimized but there is also an improvement in the user experience (UX). Improved UX is beneficial in customer retention & generating additional revenue by positive word-of-mouth interactions.

The revenues are further boosted when the existing customers come back for some complementary or supplementary services or aftersales services. 

10. Helps in maintaining a Perennial & High-Quality Sales Pipeline:

B2B Sales Appointment Setting services involve targeting high-quality leads, nurturing them & converting them & then, also aid to customer retention. Merging the contemporary telemarketing, modern intent signals & data in form of demography, technography, firmography, psychography gives rise to B2B Sales Appointment Setting Services. Employing insights from several platforms not only helps in establishing greater synchronicity between marketing & sales teams & expediting the journeys of the prospects through the sales funnel but also helps the marketers to build a healthy & perennial sales pipeline, wherein, high-quality leads will flow with the help of positive word-of-mouth interactions and good reviews.

Conclusion

We, at Valasys Media, take pride in being a leading sales appointment setting service provider. By outsourcing your sales appointment setting services to us, our clients can save their time to focus on their other core activities while we take care of running targeted campaigns for them – to figure out the relevant prospects & target them via our appointment setting services.  

We ensure that we increase the probability of closure of a sales-qualified lead (SQL) by our appointment setting services. We approach the right people at the right time & then block their time for an appointment. 

Our methodologies for appointment setting are entirely inbound & involve the targeting, acquisition, nurturing, conversion & retention of clients. We ensure that we also delight the customers at every stage of their buying cycles & thus can optimize the user experience (UX) for our prospects. Prospects are converted faster because of their hyper-targeting & an optimized UX also ensures that post-sales conversions, clients are retained. Optimizing sales conversions & user experiences are two prime objectives of B2B Sales Appointment Services being conducted by us & we are a pro at it.  

We also provide several other services such as Lead generation, Lead nurturing, Content Syndication & Account-Based Marketing to name a few.
In order to outsource your appointment setting services or to avail of any of our other services, feel free to contact us.

With the fierce increase in competition in the B2B domain, synchronization between the B2B marketing strategy & sales endeavors is an important prerequisite to optimize the sales conversions.

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6 Comments

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